Director of Sales

Job Description

The mission of the Director of Sales is to drive sustained new-business growth, helping HCIM double annual recurring revenue every three years while maintaining client Net Promoter Scores of 40 or higher.

Compensation

Total on-target annual compensation is $250,000. Base Salary of $125,000. Commission at 100% quota attainment is $125,000. 

Requirements

The ideal candidate will have:

• Relevant experience in healthcare software or robotic process automation software, especially in claims administration for healthcare payers/managed care is required. Ideal candidates will have sold core administrative processing system (“claims system”) software OR robotic process automation software in prior roles.
• Minimum of three (3) years of quota-carrying software sales (>$50K avg. annual contract value).
• Track record of meeting or exceeding sales quota for a minimum of the last two years.
• Excellent communication skills, both oral and written, including presentation development.
• Excellent proficiency with Microsoft PowerPoint, Excel, and Outlook.
• Strong negotiation skills.
• Ability to thrive in a fast-paced, target-driven environment.
• Willingness to travel for internal team and prospect/client meetings.
• Work authorization in the United States.
• Strong analytical skills to analyze data, identify trends, and make data-driven decisions are a plus.
• An interest in and ability to evaluate processes and implement improvements is a plus.

Key Areas of Responsibility

In addition to achieving the outcomes above, the Director of Sales’s responsibilities include, but are not limited to:

• Identifying, qualifying, nurturing, and closing new client sales opportunities is the number one priority. You will have opportunities to sell and earn commission on existing client opportunities, but these will be secondary and not require quota.  
• Monitor sales metrics, analyze performance data, and adjust strategies to ensure goals are met.
• Consistently update and utilize CRM (HubSpot) and analytics to track sales activities and deal status (incl. notes, competitive intelligence, etc.).
• Revise and improve existing sales processes to increase deal visibility, predictability, and velocity.
• Leverage client interactions, HCIM data, and market research to maintain a strong understanding of the market, competition, and customer needs to effectively position our products/services.
• Partnering with the CEO, Client Success, peer Sales Colleagues, and/or Marketing resources to refine the HCIM marketing strategy and execution.
• Share customer feedback with other HCIM leaders to help inform company and product strategy.

Outcomes

A successful candidate in this role will accomplish the following goals in their first two years at HCIM:

• Personally close greater than $781,250 of annual contract value software bookings (new clients and existing clients upsell/cross-sell) in the first year after three months of onboarding.
• Earn NPS of 40 or greater for all clients by selling appropriate solutions to client needs and ensuring seamless transition from sales through implementation & training to ongoing support.
• Don’t overpromise. We strive to underpromise and overdeliver for our clients.
• Strive for elite professionalism. Treat prospects with respect and provide a “Michelin” star experience.
• Overcommunicate internally & externally to enable seamless coordination across clients and internal stakeholders at HCIM.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Short Term & Long Term Disability
• Work From Home